Things I overlooked
Booze Business is about to become five years old and throughout that time, no story or posting has elicited as much comment as last week. From emails to comments to the Booze Business Facebook Page to LinkedIn, the story has generated interest, memories and opinions.
Some of the feedback pointed out a few aspects that I missed. So, here are some additional elements to the story.
The People Behind the Brand
I referenced Alan Feldman and Sam Ellias, partly because of their role in launching the brand and partly because of the insights they provided when I interviewed them. But I didn’t set out to provide a list of all those who made it happen in the beginning. The story was about all the people at Calvert who defied the odds and overcame the negative expectation to make this brand happen.
If I had set out to provide awards or recognition, I certainly would have mentioned Marty Bart and Shelly Katz who ran the company and its sales team. For that matter, I should have mentioned, by name, all the people who worked long and hard in bars and stores. But this was about people collectively rising to an event.
The Legal Aspect
Before Captain Morgan came along the designation for such products by the BATF (the regulatory body at the time) required that if a brand was not “Rum” it had to be designated “Rum Liqueur” or “Flavored Rum.” The development team insisted that the legal folks push the BATF with the “Spiced” designation and to everyone’s surprise it went through. That designation, “Captain Morgan Original Spiced Rum”, meant that the flavor description could be used in place of “Flavored.”
Had the new products team backed away, the allure of “Spiced” would not have happened and Captain Morgan would have gone to the Seagram new products graveyard. To their credit, the legal department, despite their misgivings, agreed to try and the rest is history.
So, add interdisciplinary teamwork to the mix.
I left out an important subplot from the early days of Captain Morgan – a line extension that failed.
Along about the mid 1980s, a new cocktail emerged that swept the country. It was called the Fuzzy Navel and was invented by Ray Foley, a world-class bartender and founder of Bartender Magazine. The key ingredient was DeKuyper Peachtree Schnapps. By about 1985/6 the suggestion was made by the owner to introduce Captain Morgan Peach Rum to capitalize on the Fuzzy Navel phenomenon. Bad idea.
Here was this swashbuckling, rogue pirate who came to life at drink nights in bars with trinkets (plunder) and his famous Morganettes — attractive, sexy and charming. Would this character be seen drinking peach rum? Much less be the purveyor of such a product?
Nevertheless, the owner insisted that this line extension be introduced. I don’t know who it was, but someone mustered up enough courage to suggest a test market before national rollout. To his credit, the owner saw the wisdom in the suggestion and agreed.
Leaving the image issue aside, the product had formulation problems and curdled on shelves in at least one market, Indiana.
Good thing it failed. It meant that ridiculous line extensions could wait for the current owner.